Selling Capital Goods and Services Training

master the challenge of high value selling

2 Days - On Request

 

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

 

Only one or two people to train? Then click here to see our open course options, or consider our coaching service

 

This course is for anyone that sells Capital Goods and Services. We define a capital good or service as any purchase that a customer makes that comes from capital as opposed to ongoing income.

For businesses today, making an investment is an ever more challenging situation. More people are involved in the decision making process, buyers are ever more cautious and reasons for purchasing need to be justified clearly with a strong proposition.

Delegates will build a professional approach to selling their Capital Goods and Services as well as developing numerous tactics for overcoming the many challenges that can get in the way of making the sale.

 

Programme Contents

  • The Capital Goods and Services Sales Process
  • The issues surrounding a “Big Ticket” Sale
  • The Barriers to Making a High Value Sale
  • Supplier Differentiation
  • Capital Purchase Calculations
  • Return on investment
  • Payback periods
  • What to do when there is a budget shortfall
  • Establishing the Buying Criteria
  • Meeting the Buyers' Expectations
  • Quotations and Proposals
  • Structuring the Proposal
  • Comparing favourably against the Competition
  • Planning the Calls
  • Presenting the Sales Case
  • Tips and Techniques
  • Presenting to Groups
  • Dealing With Doubt and Concerns
  • Handling Price and Other Key Objections
  • Dealing With Delayed Decision Making
  • Driving the Sales Cycle
  • Sales Tactics
  • Prospecting for New Orders
  • Constructing the Prospect File
  • Determining Lead Times
  • Progressing Projects
  • Planning and Effective Time Management Using Sales Ratios to Improve Performance

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